1<!DOCTYPE html>
2
3Anonymous
4/bestp
5/bestp/domrep.nsf
626A3BC12D3DBEFC38525795D006459DA
8
9
10
11
12
13
140
15
16
17/bestp/domrep.nsf/products/physician-esampling-launching-managing-technology-applications?opendocument
18
19opendocument
203.233.224.8
21
22
23www.best-in-class.com
24/bestp/domrep.nsf
25DB




Products & Services Sales and Marketing E-Commerce Forging Strategic Partnerships Affiliate Programs

Current & Future Trends in Physician E-Sampling: Managing for Superior Sales, Access, Service and Cost Benefits

ID: 5175


Features:

13 Info Graphics

25 Data Graphics

100 Metrics


Pages/Slides: 46


Published: Pre-2014


Delivery Format: Online PDF Document


 

License Options:
close

Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




Buy Now

 


  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
Non-members: Click here to review a complimentary excerpt from "Current & Future Trends in Physician E-Sampling: Managing for Superior Sales, Access, Service and Cost Benefits"


STUDY OVERVIEW
Pharmaceutical product samples have long been a sales tool for introducing both physicians and patients to a company's products. While still a powerful marketing tactic, sampling programs are evolving as the traditional sampling conduit - sales reps - face restricted access to physicians as well as declining FTE counts.

In this environment, many pharmaceutical companies recognize the need for alternative ways to supply physicians and their patients with samples. One approach that has gained momentum in the last several years is physician E-sampling - a program that enables physicians to order and manage prescription samples online. To inform sales and marketing leaders involved with sampling programs, Best Practices, LLC conducted a study to identify current practices and trends in physician E-sampling programs.

This study identifies and documents current practices and trends in physician e-sampling and explores the rationale for different tactical approaches to sampling and what constitutes success in physician e-sampling.

KEY TOPICS

  • Origins and Strategies of Physician E-Sampling Programs
  • Launching and Managing Physician E-Sampling Programs
  • Technology Applications to Enable Physician E-Sampling Systems
  • Measuring & Managing Performance for Physician E-Sampling Systems

SAMPLE KEY METRICS
  • Length of time company has been using physician E-sampling
  • Number of physician E-sampling requests processed on monthly basis
  • Title and department that senior-most person in E-sampling reports to
  • Number of FTEs in the group managing physician E-sampling program
  • Percentage of promotional budget spent on E-sampling process
  • At what stage of a drug's life-cycle do you start physician E-sampling
  • What percentage of company's brands supported by E-sampling versus sales rep sampling
  • How often can physicians order samples through physician E-sampling
  • What are the key metrics used to evaluate your physician E-sampling program

SAMPLE KEY FINDING
  • Physician E-Sampling Is Now An Established Tactic: Sales reps are still the primary sampling channel -- but Physician E-Sampling is growing and maturing. As sales resources shrink, companies look for efficient ways to access physicians. In the benchmark class at large, 1/3 of sampling has moved to Physician E-Sampling with 2/3 still delivered through sales reps. However, more companies are supplementing rep-based sampling with Physician E-Sampling and a few companies have moved to 100% Physician E-Sampling . For most, the Physician E-Sampling system is a field tactic coupled with individual products, therapeutic area or lifecycle. It is not yet a broad-based company-wide strategy among larger companies.

METHODOLOGY


Thirty one research respondents from 22 companies participated in this project. The majority of companies in this study represent United States operations, with 9 of the top 21 pharmaceutical companies surveyed.

Industries Profiled:
Pharmaceutical; Chemical; Health Care; Biotech; Medical Device; Manufacturing; Consumer Products; Diagnostic


Companies Profiled:
Abbott Laboratories; unichem; Astellas; cipla; Amylin; Hospira; Novo Nordisk; Genentech; Roche; Sandoz; Merck; Bayer; Celgene; Bristol-Myers Squibb; Ther-Rx; MSD; RECKITT BENCKISER; Genzyme; Ipsen; GlaxoSmithKline; Xanodyne Pharmaceuticals

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.